Value merchants : demonstrating and documenting superior value in business markets
James C. Anderson; Nirmalya Kumar; James A. Narus
| Year of publication: |
c 2007
|
|---|---|
| Authors: | Anderson, James C. ; Kumar, Nirmalya ; Narus, James A. |
| Publisher: |
Boston, Mass. : Harvard Business School Press |
| Subject: | Lieferantenmanagement | Supplier relationship management | Firmenkundengeschäft | Corporate banking | Erfolgsfaktor | Success factor | Verkaufsförderung | Sales promotion | Kundenwert | Customer value | USA | United States | Investitionsgütermarketing | Sales-promotion |
| Description of contents: | Table of Contents [gbv.de] ; Description [loc.gov] ; Description [loc.gov] |
| Extent: | XIII, 219 S. Ill., graph. Darst. 25cm |
|---|---|
| Type of publication: | Book / Working Paper |
| Type of publication (narrower categories): | Ratgeber ; Guidebook |
| Language: | English |
| Notes: | Value merchants : doing business on demonstrably superior value -- Conceptualize value : focusing on what matters -- Formulate value propositions : identifying potentially valuable points of difference -- Substantiate value propositions : demonstrating and documenting superior value -- Tailor market offerings : creating naked solutions with options -- Transform the sales force into value merchants : selling on value, not price -- Profit from value provided : earning an equitable return -- Prospering in business markets : being a value merchant. - Includes bibliographical references (p. [191]-195) and index. - Formerly CIP Value merchants : doing business on demonstrably superior value -- Conceptualize value : focusing on what matters -- Formulate value propositions -- Substantiate value propositions : demonstrating and documenting superior value -- Tailor market offerings -- Transform the sales force into value merchants -- Profit from value provided -- Prospering in business markets 0711 |
| ISBN: | 1-4221-0335-8 ; 978-1-4221-0335-7 |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10003451805